What do we know about people who attend night school?
1. They have a job. That is why they are going to school at night.
2. They live locally.
3. They want to get ahead in life.
4. They probably want to earn more money.
Want good local prospects? Maybe you should consider going to night school and be surrounded by great prospects.
I was in Brooklyn, NY for Father’s Day. A man came to the training.
He was from Africa. He only spoke French.
And he was building his business in New York City.
Think about it. How hard would that be?
And yet a person who has lived in America all his life will say:
“I can’t build my business. Nobody listens to me.”
And for the young man from Africa, consider this:
Nobody can listen to him. They don’t understand him.
But, he is building while our American distributor is complaining.
So is it the circumstances that hold us back? Or is it how we choose to feel about our circumstances?
The young man from Africa has chosen to build his business even if circumstances are less than ideal. Our American distributor is looking for someone to solve his problems. He refuses to even try unless someone else makes sure no problems will be in his way.
I see distributors with no cars, distributors building while a war is dividing their country, and distributors who travel thousands of miles to learn the skills to make their dreams come true.
It is easier to find someone with desire and teach them the skills, than to find someone with skills and teach them desire.
I graduated high school with no money skills. I wish one teacher would have taken the time to give the class a 10-minute lesson on money. That’s all it would take. Managing money to create wealth is not rocket science.
It is not that complicated. Just a few guidelines would have made everything easier. For example:
1. Buy stuff that goes up in value instead of down in value. What goes up in value? Investments in land, securities, our home. What goes down in value? Cars, costume jewelry, concert tickets, eating out.
2. Avoid debt. Debt is rewarding ourselves with things we have not saved for. What sounds better? Working hard and giving our salary to someone else to pay our debt? Or, having other people work hard and give their salary to us … to pay their debt to us?
3. Keep overheads low. A less expensive apartment and car means we have more money to buy stuff that goes up in value.
4. Invest in ourselves. We can double our income for the same amount of hours worked, if we learn good skills.
That’s it. In 10 minutes, teachers could change their students’ lives.
Prospects are reactionary. Most of their decisions are simply reactions to what we say and do.
Want an example?
I walk outside into the parking lot, and I give a stranger $100. Will the stranger react?
Of course. He might say something like, “I won the lottery! Do you have any more?”
Now, imagine that I walk outside into the parking lot, I meet the exact same stranger, but this time I do not give him $100. This time, I give him a punch in the nose.
Will the stranger react?
Of course. He might say something like, “Oh, that was rude. Was my nose in your way?”
Two totally different behaviors.
Did the behavior of the stranger have anything to do with the stranger? Or did the behavior of the stranger have everything to do with what I said or did?
If we don’t like the behavior of our prospects, all we have to do is change what we say and do. They will react to us.
That means sponsoring and selling is within our control.
So stop blaming prospects. Instead, let’s learn what we can say and do to get them to say “yes” when we talk to them.
During a conference training call, I only had 30 minutes to talk, just enough time to irritate the listeners by telling them that their presentations were useless.
They protested by saying their prospects were different. Their prospects would make the final decision to join their business based upon … (and this is funny) … FACTS!
So I challenged them about some of the killer facts they had about their business. Here are some of the facts and my comments:
* “We are the 17th largest MLM company in the world.” – Gee, if size mattered, why wouldn’t the prospect join one of the 16 companies larger than you?
* “We are the 37th fastest growing company in the INC 500 list.” – Wow. Why should I take a slow grower like you when I could pick an even faster grower? I’ve got 36 better candidates to choose from.
* “Our product is patented.” – Let’s see. About a few million other products are patented, too. And most patents require an investment of a few hundred dollars to get the paperwork. Not too impressive.
* “We pay out a full 50% in our compensation plan.” – Well, if I should make a decision based upon percentage payout of a compensation plan, then maybe I should join one of the hundreds of programs that pay out more than 50%.
* “We are a 17-year-old debt-free company.” – If length of time was the decision factor, shouldn’t I join a company that is older than yours? And wouldn’t debt-free mean that your accounting department didn’t know how to use leverage to lower its costs? Ouch.
* “Our chief scientist taught at a prestigious medical school.” – This sounds more like, “My scientist can beat up your scientist.” So should I join a company who has a better scientist who got some cool awards, or maybe even a Nobel Prize?
* “Our management team has 84 years of combined networking experience.” – Well, I have 60 years of dieting experience, and that doesn’t make me thin. So are you telling me that I should join a different company who has a management team with more than 84 years of networking experience?
* “Our secret ingredient has more antioxidants than their secret ingredient.” – So if I join your company, and I find another company that has 2 more units of antioxidants, then I will have to quit your company and join them?
Okay, starting to see a pattern yet? I’m sure you get the point. It is not the facts in our presentation that affect our prospects’ decisions.
Stop using presentations to get prospects to make decisions. Instead, learn the skills of how to close and how to do our business instead of living in some fantasy world where we think that facts make a difference.
As a wise man once said, “Figure it out.”
I get a lot of emails from people asking, “There is a lot to learn in network marketing. 25 skills is a lot. Can you just give me one quick tip so that I will be rich?”
How do you respond to that?
It seems to be a natural tendency for humans to look for shortcuts and instant success. They don’t want to do what it takes to be successful. They only want the rewards.
What if your doctor took that attitude? Not sure I would trust that doctor with my health.
You have to plant seeds and cultivate before you harvest.
Network marketing offers a lot. Social networks, a community, personal development, and a part-time hobby. It can also offer a massive income, but there is an investment of time, money, and energy.
Most of the questions I get have to do with who to talk to and how to talk to them.
Searching for good prospects is secondary.
Knowing how to talk to prospects is primary.
No matter how good the prospect is, we can say the wrong words. I had years of experience doing just that. Too many distributors try to fix their bad choice of words by finding new and better prospects to ruin. Not exactly a good plan.
Better words means you can capture more potential prospects. It’s just that simple.
Why look for prospects in other cities, when there are plenty of prospects next door?
Dale Moreau just released his latest book that shows us what to say and do to prospect locally. Everyone needs more prospects, and here is exactly how to get them.
Ebook is available now at:
And the paperback version:
Many distributors communicate at the lower levels of communication. To improve our sponsoring, we should try to communicate at the higher levels.
Here are the levels, starting at the lowest level:
1. An email or text message. Hard to make any kind of connection.
2. A webpage, video, or brochure. Slightly better, but not by much.
3. A phone call. Ooooh, much better. You get two-way communication, feedback, and can address the prospects’ questions instantly.
4. A video call. You can get feedback and see the expression on your prospects’ faces. You can even watch them roll their eyes and fall asleep.
5. Person-to-person. Total body language feedback and more.
But the very highest level of communication?
6. Person-to-person over food. No one ever gets mad at you over food. Meet someone for lunch or over coffee to ensure great, friendly presentations.
“Your character is what you really are, while reputation is merely what others think you are.” — John Wooden
This famous basketball coach simply asked his players to perform to the best of their ability. He told them not to worry about the opposing players because they could only control themselves. If they played hard, the outcome of the game would normally be in their favor. They could not control if the other team had a lucky game.
It’s the same in network marketing. Don’t worry about the outside influences that you cannot control. Instead, worry about what you can control — your own personal performance.
And learn the hard-core skills of communicating to people. Instead of idle chit-chat or talking or presenting, learning exactly how to communicate to their subconscious mind’s programs is the skill we should concentrate on.
If you commit to performing to the best of your ability, your bonus checks will take care of themselves.